Part of that is because we feel uncomfortable charging higher prices. This is a huge problem. We value ourselves too little.

But accountants and bookkeepers have the potential to make profound differences to peoples’ lives. We are hugely valuable. We can change peoples’ businesses, we can increase their profits, help them improve their cash-flow, save them time. We can really have a profound impact on what we do.

You do this by asking questions. You need to ask the client the right questions to understand…

What do they want?

What do they need?

What are their pain points?

What challenges they are facing?

What do they want out of life?

What are their goals for their business?

The better you are at asking questions and understanding what is important to your clients, the better you will become at understanding value. You can then build them a perfect solution that meets their specific needs.

You need to make sure that you cover your costs. You need to properly identify the scope of the work. That comes from the experience of doing the job and knowing the right questions to ask the client and building that into your...

These are the questions we would often ask when we meet a client for the first time. We might want to know a bit about their background, why they got into business, what their goals are, what they want out of life.

Those are the questions we are comfortable with. They are familiar questions.

The next three sets of questions are the ones that are really important to uncovering what the client truly values.

#1 - Problem Questions

We need to drill down to what problems and pains the client is facing right now. What challenges are they facing in their business?...